All Selling Aside With Alex Mandossian

In 2002, I tapped into a 2400-year-old technology that the most revered universities across the globe embrace: the Socratic Method. This method involves asking questions. When you’re thinking about applying this to your sales presentation, keep this in mind: the question mark looks like a hook. It draws people in. The exclamation point, on the other hand, is like a spear that can shoo people away. Back to 2002: my children were very young, and so I didn’t want to travel as frequently as my colleagues did. Instead, I focused on teleseminars and creating courses online, on CDs, and in three-ring binders. The teleseminars were free, but the recorded interview and transcripts available afterward became a course for sale. In this process, I created a database that became my secret weapon. It would take data after surveying someone, put the data into the database, and make it keyword-searchable. For example, if I wanted to do a teleseminar with Brian Tracy, we would set up a time. He would ask what we would talk a